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<< Previous Chief | Back To 2008 Channel Chiefs | Next Chief >>Donny Ward, Avaya
| Channel Chief Name | Donny Ward |
| Channel Chief Title | VP Channels North America |
| Company and Division | Avaya |
| Markets Served: |
Networking |
| Company's overall 2007 revenue: | $5.27 billion |
| Percentage of revenue from solution providers: | 67% |
| Number of years with the company: | 24 |
| Number of years involved with indirect sales: | 7 |
| Number of employees in channel organization: | 160 |
| To whom do you report in your organization? | Senior VP North America Sales |
| Does that individual report to your CEO/president? | n/a |
| Describe your channel organization's major accomplishments over the past year: | Service Provider and System Integrator Partner Program; Focus on Loyalty & partner engagement within the territory; Programs to support partner marginality; Account & Territory Mapping |
| List up to 10 of your top products sold through the channel: | Avaya Communication Manager, Avaya Servers and Gateway, Avaya Modular Messaging, Avaya Customer Interaction Center, Avaya Voice Portal, Avaya IP Phones, Avaya IP Office, Avaya MultiVantage Express, Avaya Quick Edition, Avaya Interactive Response, Avaya Unified Communication, Avaya one-X telephony client |
| Describe how your partner community has grown over the past year: | Top Certified Partners (Platinum - Gold and Silver) have experienced a positive growth with Avaya in North America with greater marginality than our competitors. Partner loyalty in the certified partner community has grown. System Integrator and Service Provider account engagement has grown. Engaged successfully with the ecosystem of more than 4,000 DevConnect members to focus on industry vertical communication solutions |
| Name the one individual who has had the most profound impact on your life: | My daughters Gabrielle & Lexi and my wife Penny |
| Please name the single most innovative initiative for which you were responsible for the past year? | ISV Pilot Program |
| What were the key channel partner investments you made in the past year? | • JMF - MDF • New System Rebate Program • Promotions (win it - take share --> customer acquisition and migrate the base to IPT) • Industry Rebate - Vertical Focus • Deal registration |
| How are you attracting the next generation of solution providers? | • ISV Application Provider Program & innovation channel program • Mid Market & SMBX Partner Focus • Value Added Distribution Engagement |
| What is the greatest challenge you overcame in the past year? | n/a |
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